I’m on my soap box again, looking for anyone to lend a sympathetic ear. Whether it is RFP season or just engaging in the content management sales cycles, I’d like to provide some suggestions in the requirements gathering / evaluation process.
Before I begin, please take into consideration the following definitions:
Me or I = Not specifically me, but any consultant, colleague, or professional that provides knowledge in a specific area of business functions.
You or Your = Not specifically you, but any organization looking for assistance in improving business functions.
It is shocking to me how organizations invite subject matter experts to learn more about their business process that needs some TLC, and then respond by not giving full information, acting on ulterior motives, being condescending, and trying to position themselves internally as an expert by asking ultra specific offbeat questions. It is a similar process of going to the doctor and withholding information that might lead to a more accurate diagnosis. I don’t want to compare what I provide to life saving efforts of the medical community, but want to simplify this by stating “How can I help you if you can’t tell me what is wrong?”
My Top 4 Peeves in the Vendor Client Relationship:
- Get past the stigma of “This guy is trying to sell me something”. We bring best practices, and over 400 examples of similar projects into consideration while looking at your business process. If you are communicating in an open manner, you might be surprised at how much easier the process is and how much more value you will obtain.
- Don’t ask for free services / consulting / advice. Please respect my profession, experience, and subject matter expertise. I wouldn’t dare walk into your business and ask you to give me something that has taken you 20 years to develop and perfect.
- Respect my time and expertise. If you are in an active initiative and respect my knowledge and involvement, please do not abuse it by calling me into every meeting to provide educational information when your process dictates that you have to go through a stringent evaluation process for multiple vendors and it is your policy to purchase from the lowest bidder anyway.
- You are correct in the assumption that I am in it to make money. At the end of the day, aren’t we all trying to make profit for our organizations and selves? I am not asking you to pay a King’s ransom, just an amount that is commensurate with the time spent, value brought, services rendered, AND the perceived value to your organization.
For a few laughs, but a startling dose of reality, please take a few moments to view this video that puts things in a bit of perspective. Vendor Client Releationship Video.
Here is another related post by Tony Byrne of CMS Watch that expands on this diatribe. Tony Byrne blog post.
As a systems integrator, we aren’t looking for any special treatment, only fair, upfront collaboration that will allow us to determine if there is value in our service offering, meeting your business needs.
P.S. I am happy to take you to lunch but I do expect respect and a clear understanding of your fair process.
Senior Account Executive